I'm a strong advocate of interest based negotiation (IBN). I use IBN techniques when I negotiate and model them when I mediate. However, a short blog by Michael Hyatt has got me thinking a bit about other, perhaps counter intuitive, approaches that negotatiators can use to gain a psychological advantage over a negotiating partner.
The thought from his piece that really got me thinking is: "He who needs the other person the least is in control of the relationship."
Interesting comment. While it sounds somewhat sinister, upon reflection, I find it reinforces the importance of thougtful preparation for a negotiation - develop your options, leverage your BATNA and be patient.
Have a read. I welcome your comments.
The thought from his piece that really got me thinking is: "He who needs the other person the least is in control of the relationship."
Interesting comment. While it sounds somewhat sinister, upon reflection, I find it reinforces the importance of thougtful preparation for a negotiation - develop your options, leverage your BATNA and be patient.
Have a read. I welcome your comments.
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